VP
Bentley Systems
Total years of experience :29 years, 11 Months
Redefine sales operations for UAE and Egypt to focus on Bentley technology and solutions and to add other targeted vendors as business develops.
•Establish a strategic business relation with
Created and grew sales and business development for transportation and infrastructure in the Middle East region. Sold engineering software and consultancy for roads, rail, site design and development, infrastructure, and water networks.
•Won Bentley Accountability Circle prize for earning 215% of sales performance goals in 2014, 110% in 2013, 220% in 2008, and 150% in 2005.
•Grew civil, infrastructure, and transportation business of Bentley systems by five fold to around $3M/year.
Helped establish new office in the Media City. Held responsibility for sales and business development of the Plant and Industrial Engineering IT solutions in Saudi Arabia, including engineering software, related services, and consultancy for oil, gas, and petrochemical plants.
Drove sales and business development in UAE, Kuwait, and Qatar. Handled Tier 1 accounts and developed and managed the reseller channels in these countries. Closed the first Bentley strategic ProjectWise deal
to role covering most of the active countries in the Middle East, including the U.A.E. Developed and managed Bentley’s major accounts in several countries such as Kuwait National Petroleum Company, EQUATE, KOC, Petroleum Development of Oman, Dubai Municipality, Sharjah Municipality, and ARAMCO. Sold all major product lines, including plant and building engineering, GIS, and engineering document management system. Closed large support and maintenance contract and grew ProjectWise business in Aramco. Closed the most strategic deal in the ME with Equate and the first ProjectWise deal in Oman with PDO. Reported to
Led Bentley Systems in Kuwait including, assigning business partners, finalizing sales and technical resources required by Bentley from resellers. Created new business opportunities such as Kuwait National Petroleum Company and Equate, and handling the overall sales responsibilities. Operating from an office facility provided by a reseller and as a member of the Bentley Middle East team. I was frequently co-coordinating with the Regional Managing Director in Dubai. Occasionally conducting technical training courses.
Directed sales activities of the Kuwait office. Created new business opportunities and closing deals with new and existing customers, such as Ministry of Interior, Kuwait Oil Company, Kuwait University, Petrochemical Industries Company and Kuwait Institute for Scientific Research. Conducted sales meetings, quotes, price and specs negotiations. Prepared proposals, responded to tenders, completed pre-tender meetings and sales forecasts. Evaluated competitors in the market.
Primarily holding sales responsibility in promoting Intergraph’s wide range of software and hardware products backed up by my solid technical experience which helps in understanding customer requirements and offering the cost-effective solution building upon my personal contacts and long experience within the Kuwaiti market. Secondarily, sharing the responsibility with the country manager in customer support heading the team of application and service engineers. Also, conducting training courses for existing and new customers
Focused on SUN UNIX based CAD/CAE and Project Management applications businesses, including ARC/INFO GIS business. Prepared proposals and quotations. Identified new opportunities and established new relationships with overseas vendors. Representing the company in related distributor conferences.
Planned and supervised the functions of Engineering Technology Services Department to support the company’s growth and consolidation of the computerized engineering solution business, such as CADDS5 from COMPUTERVISION and ARRIS from Sigma Design. Conducted AutoCAD training courses in Lebanon. Rejoined Diyar United to conduct business planning and technical support. GIS (ARC/INFO) awareness and promotion.
CAD/CAE
Major responsibilities include; GDS software installation and customization when required; Customer support and training, Service Bureau projects, Sales assistance activities including presentations, seminars and demonstrations to promote GDS CAD product line Kuwait market.